Vice President: Business Development Strategic Clients at Imperial Logistics

The Strategic Client Executive is a key member of the Business Development team reporting directly to the Snr Vice President: Business Development. The role will manage Imperial’s top-tier Strategic client accounts across various industries, and be the lead point of contact for all key client matters, anticipating client needs based on industry trends and client performance.

The Strategic Client Executive will monitor overall customer service levels within the strategic accounts and guide client stakeholders on the best Imperial solutions to improve their performance.

This role has acute understanding of the strategic client’s stakeholder ecosystem and responsible for generating new business by applying One Imperial model in designing end-to-end solutions, exploring new opportunities to innovate across the Imperial Group, upsell, and cross-sell Imperial products and services in the best interest of the client.

This role will influence operational implementation, contributing to client’s satisfaction, reduce risk and improved profitability. The role would also build strong relationships with prospective clients that may require a cross solution/ service from Imperial.

Key performance areas:

• Establish Imperial credibility through relationships with multiple stakeholders in identified Strategic client accounts
• Formulate retention strategies in collaboration with Logistics Africa Operating Company(ies) and Market Access entities where applicable
• Formulate growth strategies in collaboration with Logistics Africa Operating Company(ies) and Market Access entities where applicable
• Develop a thorough understanding of clients’ businesses, their needs and requirements
• Build a solid understanding and actively source industry insights that guides solutions and Imperial offerings for Imperial strategic accounts
• Actively build customized solutions to meet client needs and integrate services and products across the Imperial group to design the best outcome for the client
• Leading key engagements with strategic clients to discuss/co-create opportunities to improve client’s operations
• Be the lead point-of-contact to handle any escalation and resolve Strategic client servicing
• Driving the account planning and sales forecasting processes for strategic client accounts including all operating entities
• Conduct price modelling, craft pricing strategies, and obtaining approval from the price governance forums
• Manage the governance structure and own key communications between Strategic clients and Imperial operations
• Generating opportunities to infuse digital, innovation in solutions for clients
• Commit to profitability targets for each strategic client account, and report monthly on progress against targets and forecasts
• Attend Imperial Business Development Community meetings and the “One Imperial” Client forum with Logistics Africa, Market Access Snr Leadership team.

Behavioral Competencies:

• Relationship/Network building
• Strength in industry and trend analytics
• Strength in presenting information and influencing decisions
• Strength in relationship building and networking
• Commercial skills
• Sales effectiveness
• Leadership skills
• Excellent inter-personal and communication skills, comfortable with fundamental financials, detail oriented
• Working independently and through cross functional teams.
• Coaching – ability to coach and work collaboratively with business.
• Very strong communication skills – verbal and written.
• Ability to analyse and interpret complex data and see patterns, synergies and opportunities
• Able to work in uncertainty and self-motivated
• Ability to perform in an environment of diverse business agendas and conflict

Qualifications & Experience Required:

• A B Ing; B. Com; B. Logistics; or similar, CSCMP
• Other: Advanced MS Office skills, Project Management Skills is required, WMS, TMS, ERP exposure, basic financial acumen
• 8-10 years of experience in a key account management role, with exposure and proven track record on exceeding sales targets, business analysis and solution development
• Proven track record in exceeding sales and account management targets
• Experience in impact and influence – ability to influence executive level directors working across the organisation.
• Logistics and Supply Chain Management knowledge
• Operational Excellence
• Business Acumen

Key Interactions:

• Client
• EVP’s
• Senior VP’s
• VP’s
• Digital & IT Team (Commercial)
• BD Directors and Executives
• Solution Lead(s)
• Research and insights team
• ESG Team’
• Enterprise and Supplier Management Team

Role Success metrics:

• Strategic Account Revenue growth
• Strategic Account Profitability
• Client Satisfaction Scores
• New offerings / innovation